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News

Security product incentive scheme for resellers

Bell Micro : 17 December, 2008  (Company News)
Bell Micro introduces program for resellers to embed security solutions into their proposals
The Security division of Bell Micro, a specialist value added distributor of high-tech products, solutions and services, has announced the launch of its Secure The Deal programme, designed to help resellers routinely embed the security proposition into their current sales activities. The initiative brings a fresh approach to the market by providing dynamic new sales tools and messages that resonate with customers concerned about the damaging impact on their business reputation and profitability if their security fails.

"The opportunity around IT security is everywhere and growing. Even in these tough economic conditions customers are still talking about keeping their data, systems and networks secure," said Steve Browell, General Manager of the Security Division at Bell Micro. "At Bell Micro we believe that security is too often an afterthought. After completing a server, storage or infrastructure deal the margin and solutions opportunity that security can bring is often overlooked. Secure The Deal aims to challenge this status quo by putting IT security at the core of our value proposition and ensuring that the issue of security is addressed in every mainstream business opportunity."

The campaign will support the development of partnerships based on the proactive recommendation of vendor products with every relevant quotation or proposal. Secure The Deal will also encourage regular 'health checks' alongside complementary data and storage solutions to enable cross selling opportunities that extend the current market reach for the security vendors. Bell Micro is able to do this by leveraging pre-sales and post-sales services, and offering a portfolio of dedicated security experts, products and vendors through an extensive reseller customer base that is not limited to the traditional security market.

"This initiative is a commitment to deliver robust sales tools and support to ensure that the resellers can do more for their customers through the provision of the best security solutions that the industry can provide," continued Browell. "This simplifies the task facing IT managers who should now find it much easier to create complete and appropriate propositions that address not only networking and storage but that also deliver IT security solutions."

The requirement for organisations to safeguard and secure IT infrastructures is increasing with new legislation, a greater reliance on technology and rising customer expectations. From the simplest anti-virus products to far-reaching multi-vendor, multi-discipline, system protection measures, security is no longer the exclusive domain of specialist resellers, instead, IT security is now a mainstream opportunity for every reseller and every vendor.

This programme will help resellers who are not currently selling security to effectively enhance their propositions to customers, whilst at the same time it will also help focused security resellers to see the complete capabilities of Bell Micro. This increases the reseller opportunity as they offer a more complete solution to their customers as well as driving vendor opportunities through a broader reseller base. For the customer, whether seeking additional security, or a complete end-to-end IT proposition, it is now easier to source, design and construct the optimum solution at the best price via a Bell Micro supported partner.

Bell Micro's security vendor portfolio currently includes Barracuda Networks, Clearswift, Equiinet, eSoft, IBM, McAfee, RSA, Sonicwall, Symantec, Watchguard and Websense. All will be able to benefit from the Secure The Deal campaign by increasing revenues and importantly delivering 'secure data' solutions to new and existing customers.
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